Headhunter Secrets

How To: Impress Elite Headhunters

You already know you need a great resume and a sharp suit, but in today’s economy, that’s just not going to be enough to get ahead. To get exclusive insider advice, you need to talk to the top headhunters who are shaping the senior corporate landscape right now, the ones placing guys like you in $300,000 positions. When it comes to job searching, interviewing and high-powered salary negotiations, this is the headhunter secrets cheat sheet you’ll want to have stashed up your sleeve.

Be honest about your background

Executive interviewers are seasoned lie detectors and have years of experience cutting through bullsh*t. Chris Von Der Ahe at global headhunters Korn/Ferry International says, "When asked during an interview, 'Why did you leave your former employer,' don't say, 'It was a mutual decision.' It is never mutual. One party has to make the first move, and typically when we hear this from a candidate, it means that they were let go. It is best to be upfront about your departure regardless of circumstances. When we are interviewing candidates, we appreciate the ones who are direct and forthright."

Neal L. Maslan at Caldwell Partners in Los Angeles agrees: “Don’t mislead, don’t omit positions from which you had a short tenure or were terminated, and don’t overstate accomplishments.”

Set yourself apart from the competition

Michael Reamy at top headhunting firm Accountants International in Washington D.C. says:

“Make sure you have fully read over the job description and be prepared to address every single point. In this job market, if there are 10 requirements, a hiring manager wants you to have 11. There are two things at the end of the meeting that might set you apart from the herd. Wrap up the interview with a very strong close: ‘I’ve really enjoyed learning more about the opportunity and am prepared to accept this position if offered.’ In fact, toss out a potential start date to show you are truly committed. Do this in a professional manner without coming off as desperate."

He also recommends: "Follow up the interview with a thank-you letter immediately — even if it has to be via email. I would say that only 10% of candidates follow up on an interview with a thank-you note today.”

Be self-aware

With a highly educated workforce on the prowl, employers are taking things like MBAs and advanced diplomas for granted. Among several candidates who all fit the position on paper, personal qualities are what can swing it for the one who gets hired. Michael Kelly at Caldwell Partners International in Dallas says that one of the most important qualities they look for in senior executives is self-awareness. “I always ask two questions. The first is: ‘When you have received criticism in the past, is there a recurring theme?’ Often, people are told that they’re too impatient or too hands-on. If a candidate says, ‘I’ve never really received criticism,’ then they’re out the door. The second question is: ‘How do you lead or manage differently now than you did 5 or 10 years ago?’ Those who are self-aware will recognize how they have grown and changed.